Quantum Business Development Executive

IntroductionAt IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.Your Role and ResponsibilitiesYour Role and Responsibilities :The IBM Quantum Business Development Executive (BDE) is responsible for the identification, qualification, progression, and execution of new quantum computing cloud access, technology licensing and joint development agreements globally. Success for this role is measured on new IBM Quantum agreement signings and income generated for IBM Research. The expectation is that the BDE will drive each year multimillions of dollars in IBM Quantum TSV signings and new income from those signings.The IBM Quantum BDE forges and sustains successful strategic partnerships with licensees and joint development partners (collectively, 'clients'), gaining client's attention and trust, identifying urgency and compelling reason to act, and overcoming all internal and external challenges to successfully executive win-win contracts. This includes identifying the appropriate client C-level decision maker, forming an appropriate business relationship, developing and negotiating a set of business terms, and ultimately, the creation and signing of a definitive agreement between parties. The BDE will craft new IBM Quantum focus engagements, including defining the technical differentiation, value proposition, and ideal partners/licensees for each new effort.Role responsibilities include:+ Generate client value proposition, gain client consensus and drive opportunities+ Provide subject-matter-expertise related to assigned and new IBM Quantum engagements+ Lead and / or participate in client-facing sales meetings and own the sales responsibilities for the meeting+ Develop and deliver client facing sales presentations at the CIO and Executive Suite level+ Partner with the IBM Global Markets team leaders to drive new IBM Quantum opportunities at targeted clients.+ Develop and maintain a qualified long-term sales pipeline, executing agreements consistently against that pipeline+ Team with IBM Quantum Technical Ambassadors and IBM Quantum Global Business Service Consultants to ensure our clients comprehend IBM's world leading quantum technical expertise available to help clients engage successfully in quantum computing.+ Successfully drive IBM Quantum agreements to closure.Candidate will have demonstrated sales experience with C- and SVP-level clients, the ability to create a marketable offering out of an emerging technical capability, program management experience, a technical background and strong business acumen. They will embrace the opportunity to deeply understand IBM's quantum computing technology and will do so quickly. They can lead, manage and motivate a deal team over whom they do not have organizational control. For example, it will be necessary to work with many groups across IBM, for example, Finance, Contracts, General Legal, IP Law, Export, Tax, as well as the IBM Quantum team members, to move a deal from initiation to execution. BDE candidates should have experience in consultative selling, building client relationships, leading sales efforts, leading meetings, and delivering presentations. Business Development Executives are expected to perform a variety of tasks, and a wide degree of creativity and latitude is expected.At IBM Quantum, we are leading a new era of computing. This BDE role will require initiative and aggressive engagement with the thought leaders of corporations, universities and governments. We are committed to change the way the world works by engaging with our clients to help them in their research to develop solutions for problems that were previously considered unsolvable even on today's most advanced super computers. We are looking for strong, enthusiastic, and motivated technical sales leaders to join us in this effort.Preferred locations Yorktown Heights, NY or San Jose, CA.Required Technical and Professional Expertise+ At least 3 years experience in Business Development, including pipeline generation+ Track record of achieving individual sales quota of $5M+ annually+ Technical expertise (Science or Engineering)+ Strong relationship management skills+ Confident and influential interpersonal skills with the ability to effectively present to individuals and groups at all levels.+ Executive presence+ Ability to work in complex, matrix managed organizational environmentsPreferred Technical and Professional Expertise+ Knowledge of Intellectual Property Licensing+ Technical sales experience with research or pre-commercial assets, especially in 1) cloud technologies 2) joint development engagements and 3) quantum computing software+ 8+ years experience in Consultative Selling+ 8+ years experience in Business Development+ 5+ years providing direct technical presales+ A skilled and effective negotiatorAbout Business UnitIBM Corporate Headquarters (CHQ) team represents a variety of functions such as marketing, finance, legal, operations, HR, and more, all working together to solve some of the world's most complex problems, help our clients achieve success and build collaborative work environments for IBMers.Your Life @ IBMWhat matters to you when you're looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.*Well-being programs to support mental and physical health.*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).*Select educational reimbursement opportunities.*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.*Giving and volunteer programs to benefit charitable organizations and local communities.*Discounts on retail products, services, and experiences.We consider qualified applicants with criminal histories, consistent with applicable law.Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.